Conversations with Good Humans
When was the last time you heard someone say, "Sales is the best job ever?"What if you discovered that selling is a great way to have a positive impact on the lives of your customers? It is possible! Catherine Brown, best-selling author of the book How Good Humans Sell®, hosts this podcast where she interviews Good Humans and discusses ways to sell with dignity and remain true to our values. Listen in and learn how to make sales the best job ever.
More about Catherine: Catherine is the founder and CEO of the Good Humans Growth Network™ which comprises communities of extraordinary people who create healthy businesses. She is an entrepreneur, community facilitator, sales professional, and author.
Catherine founded the How Good Humans Sell Community to complement her book, How Good Humans Sell: The Proven Path to B2B Sales Success*, in which she combines best sales practices with psychology principles.
Catherine lives in Houston with her family. She enjoys reading, planning her next globetrotting adventure, watching sci-fi, and hosting dinner parties. She has a BA from Rice University and is StoryBrand marketing-trained.
Conversations with Good Humans
Tuesday Tip 8- E in BEAR- Priming
Priming is a powerful tool you can begin to use today to change what you do in sales for the better. It is a way to reframe negative beliefs and emotions. In this short Tuesday Tip episode, I'll share with you a scientific study that explains priming and two ways I use priming to sell like a Good Human. It is my hope that after listening to this episode, you'll have concrete ways to try priming for yourself.
Mentioned in this episode: Support@extraboldsales.com
Music composed and arranged by Luke Brown. Find him on TikTok @lukasaftermidnight
Tues Tip 8- E in BEAR- Priming
Do you think sales is a bad word? When you hear the word sales, I wonder what imagescome to mind, whatever your relationship is with selling. I'm glad you're here. Let's have aconversation about how to sell like a good human. Hi, welcome to conversations withgood humans. I'm your host, Catherine Brown and I'm author of the book called how goodhumans sell.
Can't wait to visit with you. This week's Tuesday tip concerns, the concept of priming andthe role priming can play in selling well, I'll share with you what I do to get ready to initiatewith people. So I show up with courage and kindness first. Why are we talking aboutpriming? Well, priming is happening all day to us, even if we don't realize it.
Priming occurs when exposure to one stimulus influences how we respond to subsequentstimulus. It's what my psychologist, husband, Ryan calls a quote, subtle cognitive nudgewith nudge being the word to notice there. Priming doesn't determine everything becauseit's subtle. If you work in your favor though, to help you practice being whom you want tobe while selling.
Now, there is a bunch of research over the last few decades on priming, becausepsychologists want to know how humans are influenced to make decisions andexperience the world around them. Priming research shows that after you are exposed toan idea or concept. Even subliminally, you will tend to think and act differently laterbecause you've been influenced by that primed idea.
Priming can affect how we interpret other people's behavior and make judgements aboutthem. And it can even nudge us to behave differently ourselves. In one research study,people who were primed with lots of words, loosely associated with elderly people. Thesewould be words like retired, bingo, prunes.
They later walked more slowly down the hall to leave the study compared to people whohad not been primed with the concept of the elderly. These people did not know that theywere being timed as they walked. And they had no idea that they had been primed withconcepts associated with old folks.
Priming does not require conscious awareness to be powerful. Let me repeat thatsentence. Priming does not require conscious awareness to be power. we wanna use thescience to our advantage when we can, the question becomes, what can I do to primemyself, to be the best human I can be while selling one thing you can do is to activelyreframe what the definition of selling means to you.
Instead of associating sales, with words like pushy, intrusive, or interrupting andrehearsing, those unhelpful worries in your mind, you can create your own positivephrases like. Sales is an art sales is the path to the life I want sales is connecting withothers or one of my favorites. Sales is a cause for celebration prime yourself, by writingthese phrases somewhere that you can read them every day before you do your revenuegenerating activities, I've created quite a list of these sales reframes that my clients like toreview before selling.
You can email me at support S U P P O RT, extrabold sales.com. And we'll send you thatlist. I'm happy to share it with you. Another way that you can prime yourself is to practicea visualization of a positive sales call. When I have a big meeting coming up that I feelnervous about, I will sit ahead of time and I will envision the sales call imagining myprospect, smiling and agreeing with me in my mind.
I see us connecting over the miles through the video camera and this imagery is primingmy brain for a positive outcome. That will impact the way I show up in my meeting. I'd loveto hear what you think about priming and what works for you to reframe what selling is. Soyou sell like a good human don't forget our offer.
You can email us at support, extrabold sales.com. If you would like a copy of our salesreframe sentences, talk with you next time.